In modern Russian real estate sales practice, success directly depends on the ability to correctly apply complex financial instruments. This session is aimed at specialists who strive not only to offer an object, but also to make it as accessible as possible to a wide range of buyers.
We will focus on the practical side of the issue.: how each of the schemes — installments, mortgages, loans and trade-in — can be transformed from a standard offer into an effective sales tool.
The session participants will receive specific techniques and algorithms that will help optimize the processes of working with financial schemes, increase conversion at the contract conclusion stage and offer customers the most profitable and convenient solutions. We will discuss how to integrate these tools into an overall sales strategy, reducing risks and increasing transaction volumes.
The main areas of discussion:
Installments from the developer:
- Flexible terms and their impact on demand.
- Development of individual installment schemes.
- Legal and financial aspects of registration.
Mortgage: current programs and work strategies:
- Analysis of popular mortgage products (preferential, family, IT mortgages, etc.).
- Effective cooperation with partner banks.
- Dealing with objections to the interest rate and conditions.
- Mortgages as a tool for investment purchases.
Loans from the developer and bank loan offers:
- The specifics and advantages of offers from developers.
- Integration of bank loan products into the sales scheme.
- Working with clients who need a quick solution.
Trade-in — a solution to the problem of "old housing":
- Assessment of the market value of the client's facility.
- Formation of attractive trade-in conditions.
- The algorithm for conducting a trade-in transaction: from the application to receiving the keys.
- Trade-in as a tool to accelerate sales and attract a new audience.
Comprehensive offer:
- Creation of hybrid sales schemes (installments + mortgage, trade-in + mortgage).
- Optimization of the process of approving and processing transactions.
- Analysis and evaluation of the effectiveness of various financial schemes.